If you are in the market for a new hunting vehicle this summer, here are eight tips that will help when it comes to dealing with salespeople.
We’ve all heard about car dealer sales tactics, but once you’re at the dealership, your excitement can get the best of you. According to Forbes and Publiccounsel.org, these are some of the most common sales tactics and steps that may help you navigate around them:
1. Tactic: The bait and switch
Scenario: You see a vehicle you like, but when you arrive at the dealership, you’re told that it’s already sold or costs more than the advertised price. Or, you may find that the price on the sales contract is more than you were quoted earlier.
Solution: Read the fine print on all ads and make a note of the car’s Vehicle Identification Number (VIN). Before you visit the dealership, call to confirm the vehicle is still in stock — and have the confirmation emailed or faxed to you with the VIN.
2. Tactic: The add-ons
Scenario: The dealership’s contract is filled with extras, such as warranties, service contracts and other items you may not want to buy.
Solution: Thoroughly review your contract before signing. Make sure it includes only the add-ons you want to buy.
3. Tactic: The lemon
Scenario: You buy a used car that seems to be in good condition, but you discover later it needs various repairs.
Solution: First, always test drive the car. Have a mechanic conduct a thorough condition check. And request either the car’s maintenance and repair records or vehicle history report from a company like Carfax.
4. Tactic: The buy vs. lease option
Scenario: You think you’ve purchased the car, but you’ve actually signed a lease agreement.
Solution: Carefully read the contract before signing and look for language that doesn’t make sense. For instance, if you’re buying a car, the contract shouldn’t include the term “lease.”
5. Tactic: The trade-in
Scenario: You intend on trading in your car, but the dealer says it’s worth less than the wholesale value.
Solution: Before talking trade, determine your vehicle’s market value. Car value websites are a good place to start. Or shop around with other dealerships to get an idea of what they may offer for your car on a trade-in.
6. Tactic: The co-signer confusion
Scenario: You don’t qualify for financing on your own, so the salesman recommends you get a co-signer, but says that person will only be a credit reference.
Solution: In reality, the co-signer must pay on the loan if you’re unable. Make sure that person is prepared, educated and reliable for the responsibility.
7. Tactic: The extra prepping
Scenario: You’re surprised to find additional fees on the sales invoice – cleaning, prepping, rust-proofing, fabric protection, paint sealant, etc.
Solution: Review all documents before signing, particularly those involving cleaning and prep; these services may be unnecessary.
8. Tactic: The warranty
Scenario: The dealer says a warranty comes with the car; you assume that means free. Then you notice warranty fee charges on your monthly loan statement.
Solution: Before signing the contract, make sure that any warranty is not included – unless you’ve specifically asked for it and know what it covers.
For more information about Nationwide Insurance, visit: www.nationwide.com